NEGOTIATION
Negotiation
is a discussion between people, with the goal of reaching an agreement on
issues, and separating the parties when neither party has the power to get its
way.
Everyday we come face to
face with situations that test our ability to negotiate. Though you might not
give it much thought, a lot of negotiation happens with people we meet and
choices we make. Negotiation is a skill we use frequently in our daily life. It
is usually used as a compromise to settle an argument or issues to benefit
ourselves as much as possible.
STYLES OF NEGOTIATION
I.
Distributive negotiation:
1 When two parties are not compromising
2 Need for persuasive tactics
3 May not achieve maximum benefit.
II.Integrative negotiation:
● Two parties who are agreeable
● Can achieve maximum benefit
The Basic Components
1. Preparation
2. Objectivity
3. Strategy
4. Technique
1. Preparation:
Prepare for negotiation if you want to succeed.
2. Objectivity:
Assess your strengths, weaknesses, and goals. Successful
negotiators make a point to "accentuate the positive."
3. Strategy:
Plan a realistic course of action based on sound
preparation and objective appraisal of resources.
4. Technique:
Combine a wide range of skills; draw on experience and
self-discipline.
Distinct Forces of Negotiation
● Time – The person that has the most time wins. You are not pressured
into making decisions.
● Information – The more knowledgeable your are, the better a deal you will
get.
● Options - Always keep your options open. Have a fallback position. At
the same time, don't give the other side too many options. It helps to
negotiate one issue at a time. Approach - "People like to
help nice people. They like to hurt jerks." So be nice! Be friendly!
● Prepare, prepare, prepare!
● Never let your ego negotiate.
● Always let the other person save face. Establish direct contact
NEGOTIATING
● Be fairly open with your intentions
● Have confidence and power
● Keep in control
● Aim high
● Remain flexible
Coming to an agreement
● Put the final agreement in writing
● Do not discuss the term of the agreement before it is formally
signed
Summary
● Have confidence
● Keep in control
● Aim high; but don’t underestimate the opposition
● Be persuasive; offer incentives
● Don’t agree unhappily; it happens as an effect of poor
preparation.
